10/27/21, 1:12 AM Grow Your Agency

Plug & Play

Using Sales Navigator

Links Before you start:

Before you start
What you’ll need:
Your settings
An optimised LinkedIn account

The basics
Using Sales Navigator requires a premium LinkedIn subscription.

Searching Go to LinkedIn Premium and select ‘Sales’.

Search results

Saving a search

Saving leads to a list

Your settings
Before you do anything else, make sure you review your settings.

Go to the the settings section of Sales Navigator and select::

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‘Your name, headline, and location’.

Next, head to Sales Preferences where you have the following options:

Geographies

This is self explanatory: this is where you select your preferences by country, state, city,
town or region. You can select multiple areas.

Industry

Whilst you may only work in one niche, it might make sense to make a selection of
multiple industries. Please note, LinkedIn only offers selection from an established list.
You can read this here.

Company size

You can choose between: Self-employed, 1-10, 11-50, 51-200, 201-500, 501-1000, 1001-
5000, 5001-10,000, 10,000+

It’s down to you to decide which company size to pursue but most SMMA owners will
prefer to work with businesses between 1-150.

Function

Function describes the individuals ‘function’ or role within a business: for instance,
they may work in Real Estate, but as an accountant, or in human resources - chances
are you wouldn’t want to reach out to them.

Instead, you’re better to leave this unselected, or select ‘marketing’.

Accounting
Administrative
Arts and Design
Business Development
Community and Social Services
Consulting
Education
Engineering
Entrepreneurship
Finance
Healthcare Services
Human Resources
Information Technology
Legal
Marketing
Media and Communication
Military and Protective Services
Operations
Product Management
Program and Project Management
Purchasing
Quality Assurance
Real Estate
Research
Sales
Support
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Seniority level

Once you’re inside the Sales Navigator, you’ll see the ‘Home page’ - complete with
updates across accounts and leads you follow, as well as insights into your profile.

You can ignore this and head straight to the top tab where you’ll see:

Account lists
Lead lists
Messaging
Admin

Accounts are businesses that you follow. This is mostly irrelevant when it comes to
outreach, where you’re more likely to follow individual leads rather than entire
businesses: you should identify a single decision maker as part of your research.

In contrast, leads are individuals: the personal profiles of people on LinkedIn.

Searching
The search function on Sales Navigator is the most important one.

You can either search through the top search bar, or click ‘All filters’ to open up this
box:

If you have filled in you sales preferences, you can use the toggle on the top right to
automatically fill in your preferences:

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As your sales preferences are unlikely to change with each search, the most important
element of each search is ‘Keywords’.

This is also where you can use a technique known as ‘Boolean Search’.

This sounds complicated and imposing: don’t worry it’s not.

It’s as simple as including the terms:

OR
AND
NOT

In keywords, along with the variable of inserting terms into quotation marks, or
brackets.

Quotation marks are used to group keywords into a phrase, for example “ethical
footwear”
Brackets are used to group Boolean parameters, for example Vegan NOT (food
OR catering)

The majority of searches you perform will not require Boolean search terms.

Search results
Once you have completed a search, with your terms and keywords you will be
presented with a list of results:

With your results, you can either:

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Filter further using the Filters tab on the left

Save the search
Save individual leads to a list
Save multiple leads to a list

Saving a search
If a search proves useful or yields positive results, you can save an entire search - this
will auto-update.

Click:

And you will be presented with:

Name the search and choose the frequency that you’ll be updated on the list. It’s okay
to choose ‘never’.

Saving leads to a list

Whilst saving a search will provide you with your entire list of results, it’s possible to
save an individual lead to a list. This is important for automation but also in collating
leads.

Note: you can add a lead that you have previously saved to another list by clicking
‘Add to another list’.

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